Strategic Sales Director, North America

Our client is seeking an experienced Strategic Sales Director to drive growth across North America by identifying, developing, and closing complex enterprise and public sector opportunities.

This is a senior individual contributor role focused on winning and growing strategic accounts across transit agencies, government fleets, utilities, municipalities, airports, ports, and other large fleet operators undertaking fleet electrification and charging infrastructure initiatives.

The successful candidate will bring deep industry expertise, established networks, strong commercial acumen, and a proven track record of closing complex multi-stakeholder deals. They will act as a trusted advisor to customers, helping organisations navigate the operational, infrastructure, energy, and technology challenges associated with fleet electrification.

Mission of the Role

Drive North American growth by:

• Building and converting a strong pipeline of strategic enterprise and public sector opportunities.
• Winning new logo customers across our client's target markets.
• Establishing executive-level relationships with key industry stakeholders and decision-makers.
• Positioning our client as a trusted advisor and market leader in fleet electrification.
• Identifying long-term growth opportunities within strategic customer accounts.
• Contributing market intelligence and customer insights that strengthen our client's products, services, and go-to-market strategy.

Key Responsibilities

Strategic Business Development

• Develop and execute account-based growth strategies across North America.
• Identify, qualify, and pursue high-value opportunities across transit, government, utility, municipal, airport, port, and commercial fleet sectors.
• Build and maintain a robust pipeline of strategic opportunities aligned with company growth objectives.
• Establish relationships with executive sponsors, operational leaders, fleet managers, infrastructure teams, procurement stakeholders, and strategic partners.
• Generate opportunities through direct outreach, industry engagement, referrals, partnerships, and market presence.

Enterprise & Public Sector Sales

• Lead the full sales lifecycle from initial engagement through contract execution.
• Navigate complex procurement, tender, RFP, RFQ, and public sector purchasing processes.
• Develop compelling business cases and value propositions tailored to customer needs.
• Coordinate internal resources to support solution design, demonstrations, pricing, commercial proposals, and contract negotiations.
• Manage complex multi-stakeholder sales cycles with professionalism and persistence.
• Consistently advance opportunities and maintain forecast accuracy.

Strategic Account Leadership

• Act as the executive relationship owner for key strategic accounts.
• Maintain senior stakeholder relationships following contract execution.
• Identify opportunities for expansion across software, advisory, planning, charging, operations, and managed service offerings.
• Partner closely with Customer Success, Advisory, Product, and Delivery teams to ensure customer outcomes are achieved.
• Support reference development, case studies, and long-term customer advocacy.

Industry Leadership & Market Development

• Represent our client at industry conferences, events, working groups, and customer forums.
• Maintain deep understanding of industry trends, policy developments, funding programs, procurement frameworks, and emerging market opportunities.
• Develop relationships across the fleet electrification ecosystem, including operators, agencies, utilities, OEMs, consultants, and infrastructure providers.
• Strengthen our client's market presence and reputation across North America.

Cross-Functional Collaboration

• Work closely with Product, Engineering, Advisory, Marketing, Customer Success, and Leadership teams.
• Provide structured customer and market feedback to support product strategy and innovation.
• Contribute to strategic planning, market prioritisation, and revenue forecasting.
• Support the development of scalable sales processes and best practices.

Requirements

Must Have

• 7+ years of experience in strategic enterprise sales, business development, or account leadership roles.
• Demonstrated success closing multi-stakeholder opportunities with contract values ranging from six figures to multi-million-dollar engagements.
• Deep experience within fleet electrification, zero-emission transportation, charging infrastructure, energy, utilities, transit, mobility, or adjacent sectors.
• Established industry relationships across one or more of our client's target markets.

Nice to Have

• Strong understanding of public sector procurement processes, tenders, RFPs, framework agreements, and government purchasing cycles.
• Existing relationships with transit agencies, municipalities, utilities, airports, ports, or large commercial fleet operators.
• Excellent communication, presentation, and relationship-building capabilities.
• Experience selling software, SaaS, advisory services, managed services, or technology-enabled solutions.
• Experience working in high-growth or venture-backed technology companies.
• Familiarity with HubSpot or similar CRM platforms.

Benefits

What Our Client Offers

Meaningful Impact
Help shape the future of fleet electrification and sustainable transportation across North America.

Strategic Influence
Work directly with senior leadership and contribute to company growth strategy.

Competitive Rewards
Attractive base salary and uncapped commission structure aligned with performance.

Flexible Working
Remote-first environment with autonomy and flexibility.

Growth Opportunity
Join a rapidly growing market leader operating at the forefront of fleet electrification.